DirecciónCasa Systems, Inc. (Nasdaq: CASA) is a next-gen technology leader that supports mobile, cable, and wireline communications services providers with market leading solutions. Casa Systems’ virtualized and cloud-native software solutions modernize operators’ network architectures, expand the range of services they can offer their consumer and commercial customers, accelerate time to revenue, and reduce the TCO of their network infrastructure and operations. Casa Systems’ suite of open, cloud-native network solutions unlocks new ways for service providers to quickly build flexible networks and service offerings that maximize revenue generating capabilities. Commercially deployed in more than 70 countries, Casa Systems serves over 475 Tier 1 and regional service providers worldwide.
The Sales Account Manager - LATAM will impact the organization by ensuring the expedient and successful entry and sales of wireline, wireless, mobile and IP Solutions and products Tier 1 and Tier 2 service providers in the Caribbean and LATAM markets. This position is based within Mexico and is performed remotely with extensive travel throughout LATAM and Casa's headquarters in the United States to carry out the essential duties and responsibilities of the position.
ESSENTIAL DUTIES & RESPONSIBILITIES:
· Drive sales by developing opportunities and driving to close with understanding of value proposition relative to the market.
· Develop and close business opportunities with strategic accounts throughout the region to meet assigned business objectives. Lead and influence customers in network decisions.
· Responsible for building Casa System’s wireless/mobility business in the region.
· Responsible for devising and executing sales strategy to achieve assigned sales targets by managing and coordinating the overall sales activities.
· Prepares and delivers presentations to existing/potential customers to provide technical training and to generate interest in new products.
· Attainment of sales targets.
· Work with internal management to identify, qualify, and develop mobile opportunities; deliver value proposition, sales presentations, competitive positioning.
· Represent and prioritize customer requirements with internal solutions development/cross functional team.
· Develop strategies and provide oversight for RFX responses.
· Prepare successful offer (pricing proposal, PS, CS, marketing).
· Manage revenue goals for the given account(s) and provide regular updates to senior sales/operations staff concerning account issues, forecasting, etc.
· Develop technology partnerships with customer ecosystem.
· Develop cross-functional/organizational relationships.
· Provide forecast and pipeline reporting.
· Provide accurate and timely sales forecasting.
· Provide detailed weekly reports on accounts activities, progress and concerns. Participate on multiple weekly calls requiring management updates.
· Independently demonstrate the ability to provide direction to company-wide resources in support of account strategies and proposals.
· Submit timely travel expense reports for reimbursement in compliance with policy.
· Perform other duties, as required.
QUALIFICATIONS:
· Undergraduate degree in Electrical Engineering or Computer Science/Engineering or related field; MBA is a plus.
·7+ years of related business development and sales experience involving the sale of telecommunications technologies in the area of IP and Mobile Core and RAN solution throughout LATAM with multiple operators.
· Must have detailed knowledge of multiple service network architecture, Video, Carrier Wi-Fi Security Gateways, small cell and mobile solutions, 5G, vRAM, IP networking/vBNG/PE and optical transmission, xPON.
· Must possess knowledge of the wireless and wireline industry and its ecosystem. Experience and knowledge with the mobile and fixed line ecosystem for Lawful Intercept, Subscriber Management, Provisioning, and Value Added Services.
· Extensive relationships with and a history of successfully selling mobility products into service providers.
· Able and willing to travel extensively to visit with prospective/current clients at their workplaces and to Casa Systems HQ in the US for scheduled meetings.
· Speak fluent Spanish and proficient English, is required.
· Strong mobility product industry knowledge and aptitude.
· Understanding of key business challenges facing the mobile operator/wireless community.
· History of overachieving revenue targets.
· Ability to work and lead in a highly matrix organization, collaborative environment breaking down barriers between cross-functional organizations.
· Strong business acumen and the ability to effectively manage multiple projects simultaneously.
· Self-starter, who is highly motivated and capable of operating effectively from remote location.
· Exceptional customer facing skills, in partnership with sales leads and other key stakeholders.
· Excellent ability to influence internal and external stakeholders and build consensus.
· Excellent verbal and written communication and interpersonal skills.
· Experience with sales leadership, and market/ecosystem knowledge in the customer base.
· Experience with building internal relationship across functions; including R&D, Service & Support, Product and Marketing to build alliances to ensure a successful proposal/offer to the mobile service provider customer.
· Proven ability to collaborate with and influence, without direct management responsibility, a team of sales and systems engineer professionals to develop, execute sales strategies and drive sales growth.
· Must have a proven track record of leading new business development initiatives in large/medium accounts.
· Must be comfortable presenting technical material and engineering network solutions.
· Must be able to work with product and business management teams effectively to promote development and business models, which specifically benefit large customers.
· Must be legally authorized to work in Latin America.
· Able to live Casa’s core values: fun work environment, innovation & risk taking; passion, dedication & perseverance; and honesty & loyalty.
Casa Systems, Inc. offers a great work environment, professional development, challenging careers, and competitive compensation. Casa Systems is committed to fostering a diverse workforce and inclusive work environment free from unlawful employment discrimination and without barriers to Equal Employment Opportunity (EEO). #LI-EB1
